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Serving to founders with GTM Methods and educating gross sales reps the best way to earn the suitable to ask questions, which inquiries to ask, and when is the first driver for Richard Harris. He brings 20+ years of expertise, having accomplished all of the roles – SDR, AE, Supervisor, Director, VP of Gross sales, and Director of Gross sales Ops – to the desk. His consumer listing consists of Zoom, Salesforce, Gainsight and 80+ SaaS start-ups. He’s additionally the Co-Founding father of Surf and Gross sales in addition to the host of the Surf and Gross sales Podcast.
What You Will Study:
- Key methods for dealing with gross sales negotiations, together with getting ready for negotiations with procurement departments, and delivering pricing successfully.
- Perspective on the way forward for AI within the gross sales business.
- Widespread errors that Richard sees founders make and the best way to keep away from them.
- The significance of gross sales teaching and position taking part in.
Highlights:
(5:13) Unveiling Richard’s ebook: The Vendor’s Journey.
(10:51) The artwork of negotiation: participating with procurement.
(19:52) Understanding pricing and business phrases.
(21:47) The artwork of negotiation: providing reductions.
(25:31) The way forward for gross sales within the age of AI.
(31:26) Widespread errors founders make and the best way to keep away from them.
(36:44) The significance of coaching and position taking part in in gross sales.
(34:55) One factor income leaders consider to be true that Richard thinks is bull$***.
(36:39) One factor that’s working for Richard in go-to-market proper now.
Visitor Speaker Hyperlinks (Richard Harris):
LinkedIn: www.linkedin.com/in/rharris415/
Cellphone Quantity: 415-596-9149
E-book: www.thesellersjourney.co/the-sellers-journey-free-preview
E-book (Amazon): www.amazon.com/Sellers-Journey-Guidebook-N-T-ebook/dp/B0CV32BJ5K
Surf and Gross sales Podcast: www.surfandsales.com/the-surf-sales-podcast
Host Speaker Hyperlinks (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Publication: thegtmnewsletter.substack.com/
Sponsor:
At present’s episode is sponsored by Wiza. In case you’ve used big-name prospecting instruments earlier than, you realize that all of them share one, huge downside: unhealthy information. These instruments are constructed on static databases, taking part in cat-and-mouse to maintain up with job titles modifications, worker turnover, and bouncing emails. As gross sales professionals and operators ourselves, we wanted extra. So, we constructed Wiza, the solely prospecting platform that sources and verifies its information in real-time, the second it’s requested, utilizing LinkedIn as its supply of fact.
Wiza presents an accuracy-obsessed B2B contact database with 99% protection of LinkedIn profiles in addition to a strong Chrome extension that works on LinkedIn and with Gross sales Nav. In case you’re fighting inaccurate information from clunky database instruments, strive Wiza without spending a dime in the present day – and see why 300,000+ GTM professionals belief it of their each day prospecting.
The GTM Podcast
Don’t miss The GTM Podcast dropping each Tuesday discussing true tales and experiences together with trials and tribulations within the Go-To-Market world.
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